Медицинский SMM: как привлечь поток пациентов из соцсетей

Анна Берлова, маркетолог, владелец и CEO агентства «APIS| Медицинский маркетинг», поделилась с НаПоправку секретами медицинского SMM. Анна занимается маркетингом уже 10 лет, 5 из них — в сфере медицины. Среди ее клиентов: МЦ «Доктрина», Клиника Н.Э. Блюма, Клиника Дружковых, Университетская клиника онкологии и гематологии, УникаМед, Evexia (Греция), Междисциплинарный центр реабилитации, Клиника лечения позвоночника доктора Длина, Офтальмологическое отделение Клиники им. Н.И. Пирогова, сеть медцентров «КайКлиник», МЦ «Ноосфера», Центр здоровья «Мила», Центр Кинезиологии «Доктор Остеохондроз» и др.

Стратегия продвижения клиники

Стратегию продвижения медцентра стоит начать с заботы о собственных пациентах. Как сейчас выглядит реклама многих медцентров? «Идите все к нам, смотрите, какие мы хорошие, у нас столько преимуществ». Но такая подача не затрагивает людей, их потребности и желания. Клиники говорят о себе, а не о пациентах.

Подобный подход устарел. Сейчас компания должна думать о людях, заботиться и транслировать эту заботу в рекламе. Даже продуктовая линейка клиники должна составляться не из нужд и прибыли медцентра, а их нужд пациентов. Какую проблему пациент хочет решить? Как ему будет удобно пройти процедуру? Что еще он захочет купить?

От заботы мы переходим к понятию «целевая аудитория». Чтобы стратегия сработала, важно досконально понимать свою ЦА. Вы должны знать, что вашим пациентам нравится и не нравится, понимать их боль, возражения, мечты, желания, страхи. Что конкретно их мотивирует обращаться в клинику, а что, наоборот, останавливает?

Чтобы описать целевую аудиторию пациента, наше агентство использует несколько инструментов:

  • анкеты и опросы;
  • общение с пациентами;
  • интервью с врачами и руководством клиники, ведь многие врачи общаются с пациентами, даже дружат и хорошо понимают, что человек ждет от медцентра и когда он возвращается;
  • анализ конкурентов;
  • анализ интересов ЦА через TargetHunter и Youtube: что в заданной тематике люди смотрят и комментируют;
  • отзывы в интернете: их стоит скрупулезно вычитывать, выделять главное и переносить в стратегию, а аще в рекламу, тексты на сайте, материалы для пациентов. Они помогут найти те самые цепляющие слова и заговорить с будущими пациентами на языке нынешних.

Когда целевая аудитория проработана, вы можете написать стратегию. Для своих клиентов мы ее пишем на 2-3 месяца. Этот документ обязательно содержит:

  • описание ЦА,
  • цели и задачи,
  • список продвигаемых направлений,
  • точку безубыточности по каждому направлению,
  • целевые показатели,
  • УТП,
  • гипотезы и сегменты аудитории для рекламы.

Каналы продвижения

Выделить эффективные и бесполезные каналы продвижения нельзя: все индивидуально для каждой клиники. Нужно тестировать и выбирать. У нашего агентства есть опыт во многих направлениях. Мы можем подсказать что-то на первоначальном этапе, но однозначного ответа нет.

Точно бесполезны листовки и стойки в торговых центрах. Точно эффективно сарафанное радио, потому что оно бесплатное. Но чтобы по нему поток пациентов рос, нужна реклама. Из интернет-рекламы работает все, что грамотно настроено. И SMM, и контекст, и Youtube работают при правильной настройке и для правильно выбранных направлений. Опять же: все тестируем и анализируем.

Но, к сожалению, на 100% измерить эффективность каждого канала невозможно. Один и тот же пациент видит рекламу в VK, но, например, не совершает целевое действие, потом идет на НаПоправку почитать отзывы, возвращается в Google, набирает название клиники, видит контекстную рекламу, звонит и записывается на прием. Клиника относит его к клиентам по контекстной рекламе. Соответствует ли это реальности? Скорее нет, чем да. Но это типичная история для всех каналов. В результате медцентры не понимают, как работает интернет-реклама. Вроде бы, звонки и обращения идут, а откуда именно — непонятно. Один из наших клиентов даже провел эксперимент и отключил контекстную рекламу в Яндексе. Звонки исчезли. Он понял, что реклама все-таки работает, и обратно включил продвижение.

Из всех каналов наше агентство в большем объеме использует VK, Instagram, Facebook, YouTube, Яндекс, Google. Но статистика популярности интернет-сервисов в России сейчас такая:

  • Яндекс,
  • Google,
  • YouTube,
  • VK,
  • Instagram.

То есть владельцы клиник, которые считают, что нужно развивать только Instagram, ошибаются. VK в России популярнее. В Instagram можно получать заявки дешевле, но VK исключать не стоит.

SMM

SMM сейчас строится на:

  • на качественном контенте,
  • сериальности Stories,
  • аналитике,
  • вовлечении аудитории,
  • автоворонках, чтобы донести ценности клиники,
  • правильном таргете,
  • прощупывании и тестировании механик,
  • взаимной рекламе,
  • собственных идеях, а не бездумном копировании.

Качественный контент обращается к целевой аудитории и говорит на ее языке.

Аналитика нужна ежедневная, чтобы знать, переходят ли заявки в записи и приемы или нет. Со своими клиентами мы сверяемся каждый день и собираем обратную связь: записались ли люди и оплатили ли лечение. Ведь клинике нужны не клики, а пациенты и деньги.

Вовлечение — это создание ажиотажа. Должно быть видно, что в профилях есть активность, жизнь, что люди интересуются медцентром. Пациенты воспринимают это так: если другие люди интересуются, то клиника достойна внимания, в нее стоит записаться.

Автоворонки прогревают целевую аудиторию. Частных клиник много, конкуренция высокая. Чтобы пациенты выбрали именно вас, им нужно объяснить ценность именной этой услуги именно в вашей клинике. Автоворонка — отличный способ это сделать без дополнительных рекламных бюджетов. Email- и sms рассылки платные. В автоворонке оплачивается только подписка. Дальше пользователь приближается к целевому действию целенаправленно и бесплатно.

Но для этого нужно хорошо понимать логику целевой аудитории, чтобы каждое следующее действие естественно вытекало из предыдущего. Вы должны превратить возражения, потребности и мечты своей ЦА в автоворонку с качественными написанными текстами, которые раскрывают УТП. Еще одно преимущество — пользователь не может прочитать и забыть, ему постоянно приходят напоминания, детали, ссылки на дополнительные этапы. Автоворонки сейчас настраиваются в любых соцсетях и настраиваются с любыми мессенджерами: Telegram, Facebook, WhatsApp, Viber и пр.

Прощупывание механик — это подбор работающих инструментов. Во всех наших проектах эффективно работают таргет и автоворонки, но только потому, что мы находим рабочие механики, а для этого подробно все анализируем, углубляемся и ищем оптимальные решения. Многие клиники зацикливаются на одной механике.

Например, сделали лендинг, посчитали, что лендинг хорошо конвертирует, и постоянно гонят на него трафик. Но результаты почти всегда можно улучшить, если комбинировать или менять механики. Лендинг можно заменить на тот же самый мессенджер Facebook, Senler в VK. Из Instagram можно направить клиентов сразу на звонок, чтобы они тут же записывались.

Универсальной таблетки нет. Нужны тесты. К примеру, когда с одним клиентом мы искали рабочую механику в Instagram, протестировали все: и лид-форму, и подписку, чтобы люди ставили плюсики, а мы отправляли дополнительную информацию, и ссылки сайт, и на Taplink. В итоге лучше всех для этого клиента сработал мессенджер Facebook.

Пример простой автоворонки:

Еще в SMM не стоит копировать. Все клиники смотрят кейсы и соцсети друг друга, кто и какие аудитории настраивал, какие объявления делал, и тут же используют. Им кажется, что если сработало у соседа, то и у меня сработает. Но копирование — это не лучший вариант. Лучший вариант — это включать свою голову, погружаться в проект, целевую аудиторию, специфику. Только это принесет результаты.


Кстати, ранее мы уже рассказывали о нестандартном SMM и продвижении урологии.


Что дает SMM?

Некоторые клиники считают, что социальные сети — это работа с репутацией, самопрезентацией медцентра, но не генератор записей. Это не так. Один из наших клиентов, реабилитационный центр, за последние полгода потратил на продвижение в VK 210 000 рублей (не считая стоимости нашей работы), а заработал более 5 миллионов рублей.

Почему у многих медцентров не получается достичь таких результатов? Часто сотрудники не умеют настраивать таргет, создавать качественный контент или выстраивать общую маркетинговую структуру. Или руководство клиники как раз считает, что соцсети — это имидж, а не реклама.

Другой наш клиент, клиника пластической хирургии, в месяц получает 8 миллионов рублей только от пациентов, пришедших из соцсетей, а вкладывает при этом в рекламу всего 30 тысяч рублей. В день они принимают на пластические операции по 4 пациента из Instagram, VK и автоворонки. С этой клиникой мы работаем уже три года, добились стоимости пациента ниже 500 рублей, привлекаем пациентов со всего Поволжья.

Этот проект начался, когда к нам обратилась маркетолог клиники, которая самостоятельно настраивала рекламу, самостоятельно что-то делала, но выдающихся результатов не было. Она решила делегировать SMM и выделила минимальный бюджет. Поставила цель — привлечь пациентов на пластическую хирургию.

Мы изменили контент, переоформили все профили, настроили рекламу в VK. Профили в соцсетях выглядели стандартно, мы сделали их вовлекающими: чтобы человек с автоворонки мог перейти в обсуждение, посмотреть там результаты операций. Запустили прямые эфиры, начали записывать видео с пластическими хирургами, выкладывать больше результатов «до/после», отзывов. Вынесли основную информацию в шапку профилей и на стену, все это усилили качественным таргетингом. В Instagram настроили одну интересную рабочую механику, но я не готова ее раскрыть.

Заявки на консультации из VK и Instagram к пластическим хирургам пошли буквально сразу, поскольку мы настраивали рекламу на четкую целевую аудиторию и на горячую аудиторию конкурентов. Чтобы улучшить эффект, внедрили автоворонку и заменили стандартную рекламу со сбором лидов на нативную, которая должна была постепенно прогревать аудиторию. Благодаря прогреву пациенты уже сами начали рекламировать клинику, общаться в чатах, делиться опытом и т.д. С помощью автоворонки за полтора года собрали большую базу номеров телефонов. Когда человек записывался на бесплатную консультацию, он оставлял номер телефона. Мы взяли эту базу, загрузили в рекламные кабинеты, собрали по ним аудиторию lookalike, благодаря чему реклама стала работать еще лучше.

После этого уже улучшали контент, сторис, прямые эфиры, начали выкладывать фото пациентов с организованных фотосессий. Мы договорились с фотографом и размещали снимки преображенных пациенток, что привлекало новых клиентов.

Совсем недавно мы внедрили автоматический онлайн-сборщик видеоотзывов. У многих клиник лучше работает реклама с видео. Но ее сложнее производить: маркетолог должен ходить с камерой по клинике и снимать пациентов. Врачи должны просить пациентов их записать, а многие не готовы. Мы придумали механику, благодаря которой пациенты сами присылают нам отзывы в специальный чат в Telegram. Затем мы урегулируем юридические вопросы, получаем все разрешения и используем эти отзывы в рекламе. Кроме того, когда отзывов наберется больше, мы добавим в чат потенциальных пациентов, чтобы они прогревались этими видео.

Подрядчик или специалист в штате

Между агентством и штатной командой в SMM выбрать сложно. Но, как правило, штатным специалистам скидывают кипу дополнительной работы. Со временем они вынуждены делегировать и искать подрядчиков, потому что сами уже ничего не успевают. Они хорошо знают свою клинику и врачей, но часто узко мыслят. Они видели только свое направление и только свою нишу, не знают, как бывает у других. У агентства больше опыта, больше специалистов в узких областях и им приходится постоянно учиться.

Но клинике выгоднее работать с одной командой долго. Тогда у команды есть возможность собрать базы, установить пиксели, настроить lokalike, то есть постоянно наращивать эффективность. При должном терпении, включенности и доработках в какой-то момент пойдет шквал заявок, потому что вы показали нужное объявление с нужной механикой горячей аудитории.

Еще клиникам стоит пересмотреть взгляд на экономию бюджета. Многие пытаются сократить бюджеты и на этом сэкономить. Но экономить надо не на общем бюджете или стоимости услуг подрядчика, а на стоимости привлечения пациента. Рекламу важно грамотно настроить, чтобы она вам давала клиентов по приятной цене, а сделать это может только опытный профессионал.

Интересные профили в соцсетях

  • Клиника «Доктрина»: качественный контент, постоянная работа с публикациями, истории лечения из первых уст, каждый пост имеет четкую цель.
  • Клиника Дружковых: хорошая презентация результатов «до/после».
  • «Доктор О»: вовлекающие сторис и минимум графического оформления, профиль ведет сам врач и увлекательно рассказывает о психиатрии.
  • Yourclinic: отличные профессиональные видео.
  • Доктор Нифтуллаев: юмор, свой уникальный стиль.

Приветствую! Опубликуйте материал о своём опыте в медицинском маркетинге в нашем Блоге. Для этого напишите мне на k.magomedshafieva@napopravku.ru

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